🕵️‍♂️ The "Invisible" Buyer

Here is a scary statistic: 97% of your Total Addressable Market (TAM) is not on your website right now.

They are on G2 Crowd reading reviews. They are on Google searching for "Best Enterprise ERP." They are reading industry blogs.

They are "In-Market," but they are invisible to you because they haven't filled out a form yet.

If you wait for them to come to you (Inbound), you might be too late. Your competitor—who is using Intent Data—has already called them.

This is why Enterprise teams use 6sense. It illuminates the "Dark Funnel."

But data without action is just noise. You need to connect that "Intent Signal" to your "Execution Engine" (HubSpot).

Muhammad Asghar Hussain

Here is how to build the "Pre-Emptive Strike" workflow.


📡 Phase 1: The "Signal" (What 6sense Sends)

When you integrate 6sense with HubSpot, you aren't just syncing contacts. You are syncing Intelligence.

6sense pushes critical properties to the Company Record in HubSpot:

  • 6sense Buying Stage: (Target, Awareness, Consideration, Decision, Purchase).
  • 6sense Intent Score: (0-100). How hot are they?
  • Top Keywords: What are they searching for? (e.g., "Competitor Pricing," "API Documentation").
  • Profile Fit: (Strong, Moderate, Weak). Are they your ICP?

This data transforms a cold record ("Acme Corp") into a living story.


🚀 Phase 2: The "Execution" (HubSpot Workflows)

Now that HubSpot "knows" what 6sense knows, you can automate the attack.


Workflow 1: The "Surge" Alert (Outbound)

The Scenario: A Target Account moves from "Awareness" to "Decision" stage, but they haven't filled out a form.

The Trigger: 6sense Buying Stage changes to "Decision" AND Profile Fit = "Strong."

The Action:

  • Create Task for Sales Rep: "🔥 HOT INTENT: [Company] is in Decision Mode. They are searching for '[Keyword]'. Call now."
  • Add to Sequence: Enroll the decision-makers in a "Contextual Outbound" sequence.
  • Email 1: "I noticed companies in your space are researching [Keyword]..." (Don't say "I saw you searching"—that's creepy. Be helpful).

Workflow 2: The "Ad Air Cover" (Marketing)

The Scenario: An account is in "Consideration." Sales shouldn't call yet, but Marketing needs to stay top-of-mind.

The Trigger: 6sense Buying Stage = "Consideration."

The Action: Add to Ad Audience.

HubSpot pushes the company to a LinkedIn Matched Audience.

The Ad: Show them a Case Study or a "Why Us vs. Competitor" comparison.

Result: You warm them up before they ever talk to a rep.


Workflow 3: The "Wake Up" Call (Churn Prevention)

The Scenario: An existing customer starts searching for "Competitor Alternatives."

The Trigger: Lifecycle Stage = Customer AND Intent Keywords contains "[Competitor Name]."

The Action: High Priority Alert to the Customer Success Manager (CSM).

Task: "Retention Risk! [Customer] is looking at competitors. Schedule a QBR immediately."


⚠️ The "Creepiness" Factor

Intent data is powerful, but dangerous.

If a rep calls and says: "I saw you were reading reviews on G2 yesterday," the prospect will hang up. It feels like surveillance.

The Golden Rule: Use the data to inform your Relevance, not your Source.

Bad: "I saw you searching for APIs."

Good: "A lot of CTOs I talk to are focused on API scalability right now. Is that on your radar?"


Muhammad Asghar Hussain

Timing is Everything.

In B2B sales, "Who" you call matters. But "When" you call matters more.

If you call too early, you're annoying.

If you call too late, you're a commodity.

If you call when the Intent Score hits "Decision," you're a savior.

6sense is the Radar. HubSpot is the Missile.

Not sure how to map the "Buying Stages" to your "Lifecycle Stages"?

We will audit your "ABM Stack." We'll connect 6sense, map the intent keywords, and build the workflows that turn "Dark Funnel" signals into "Closed Won" revenue.

We will audit your "ABM Stack."

See the Invisible. Get Free Hubspot Audit.